Marketing & sales is no exception. Understanding of the local markets, company structure, decision making process etc is key. Having that local understanding helps tremendously and it doesn’t end there. There are number of bad experinces we’ve heard about or come across where these relationships didnt work simply because the local company on the ground didn’t really understand or respect their offshore counterparts business practices and culture so there can’t be any synergy in these cases. It’s important to find that synergy where both companies have a clear idea of expectations and what needs to be delivered.